Commercial & Partnerships Manager
SHYU Socks is seeking a commercially driven sales professional to help accelerate the global growth of one of the most exciting and disruptive brands in running.
This role is focused on one thing: growing SHYU's global wholesale business.
You will take ownership of sales through retail partners and other distribution channels, including specialty retailers, distributors, wholesalers and international partners. You will be responsible for developing new business, growing existing accounts, identifying new markets and distribution opportunities, and using data to make better commercial decisions.
You will join a 4-year-old start-up with fewer than 5 employees, giving you genuine influence from day one. SHYU is growing quickly, and this is an opportunity to take ownership of an increasingly important part of the business as we expand internationally.
This is a hands-on commercial role. You will be expected to build relationships, prospect for new business, negotiate deals, analyse sales performance, understand what is and isn't selling, and turn those insights into action.
The role has clear commercial targets aligned with SHYU's annual growth plan. Success will be measured on outcomes, including wholesale revenue growth, acquisition and development of high-quality retail and distribution partners, growth within existing accounts, international expansion and the strength and diversity of our partner network.
We are looking for someone excited by growth, ambiguity and ownership, and motivated by the opportunity to build something long term.
This is a fast-paced, high-energy environment that requires flexibility, forward thinking, a 14-minute 5k PB (just kidding), and a sense of humour.
Location
We are open to candidates based in Australia or internationally.
For Melbourne-based candidates, the role can be based from our Moorabbin office 3 to 4 days per week, with the remaining 1 to 2 days remote.
For candidates based elsewhere, we are open to discussing a remote working arrangement, particularly where location provides a strong fit with SHYU's international growth plans.
The role will involve domestic and international travel, including retailer and distributor visits, trade shows and major running events.
Remuneration & Performance Bonus
This role includes a base salary plus a significant performance-based bonus, with remuneration set appropriately for the successful candidate's experience and location.
At target performance, the bonus opportunity is approximately 40% of base salary, with the opportunity to earn total remuneration of approximately 53% of base salary in bonus for exceptional performance.
The bonus is linked to clearly defined and measurable commercial outcomes, including wholesale revenue, acquisition of high-value partners, growth of existing accounts, international market development and commercial performance.
Key Responsibilities
Sales, Business Development and Partnerships
- Build and manage a strong global retail, wholesale and distribution pipeline, with a particular focus on international growth.
- Proactively identify, approach and convert new retail partners, distributors and wholesalers.
- Own the sales process from prospecting and first contact through negotiation, onboarding, first order and ongoing account growth.
- Grow existing accounts through strong relationship management, increased distribution, repeat orders and identification of new commercial opportunities.
- Identify and secure new distribution opportunities in priority international markets.
- Negotiate commercial terms and deals with retailers, distributors and wholesale partners.
- Represent SHYU with partners, at trade shows, industry events and key running events.
- Maintain an accurate and active sales pipeline and take ownership of delivering against agreed commercial targets.
Key Account and Partner Management
- Own relationships with SHYU's retail and distribution partners.
- Develop account plans for key partners and identify opportunities to increase annual spend and product distribution.
- Monitor partner performance, sell-through and reorder behaviour.
- Work closely with partners to improve product mix and commercial performance.
- Maintain and grow existing partnerships across Australia, New Zealand and international markets.
- Build a diversified partner network that reduces reliance on individual large accounts.
Commercial Analysis and Sales Planning
- Analyse sales data across products, partners and markets to identify trends, risks and growth opportunities.
- Understand what is and isn't selling and translate that data into commercial action.
- Monitor product performance and identify opportunities to improve sell-through and reorder rates.
- Prepare and present sales reports, forecasts and commercial recommendations.
- Maintain accurate sales forecasts to support inventory, production and business planning.
- Analyse account and market performance to determine where SHYU should invest its time and resources.
- Identify opportunities to improve margins, distribution and partner performance.
- Use commercial data to support negotiations and decision making.
- Contribute to market prioritisation, distribution strategy and SHYU's broader international growth plan.
Commercial Operations
- Maintain accurate CRM, pipeline, account and sales information.
- Develop and improve sales processes, tools and reporting as the business scales.
- Coordinate internally to support new accounts, orders and partner requirements.
- Provide clear commercial insights to the wider business to help inform product, inventory, pricing and market decisions.
Performance and Growth
This is an outcomes-focused role with clear annual commercial targets.
The Commercial & Partnerships Manager will be responsible for:
- Delivering wholesale revenue growth in line with SHYU's annual business plan.
- Acquiring and developing high-value retail, wholesale and distribution partners.
- Growing annual spend across existing accounts.
- Expanding SHYU's partner network outside Australia.
- Developing priority markets including the United Kingdom, Europe and the United States.
- Building a diversified retail network and reducing reliance on individual large accounts.
- Maintaining accurate forecasting, pipeline management and commercial reporting.
About You
You will likely have:
- 2 to 5+ years' experience in sales, business development, partnerships, wholesale or a related commercial role.
- Experience working with retail, wholesale or distribution partners.
- A track record of generating new business and managing a sales pipeline from prospecting through to conversion.
- Strong account management skills and the ability to grow existing commercial relationships.
- Strong analytical skills and confidence interpreting and presenting sales data.
- Commercial confidence and experience negotiating deals.
- Excellent written and verbal communication skills.
- The ability to work independently, prioritise opportunities and take ownership of commercial outcomes.
- Comfort working in a small, fast-moving business where responsibilities evolve as the company grows.
- Willingness to travel domestically and internationally.
We'd Love It If You Also Have
- Experience working with international retail partners, distributors or agents.
- An existing network within running, sporting goods or specialty retail.
- Experience opening or developing new international markets.
- Familiarity with CRM systems, sales reporting and forecasting tools.
- Experience in running, sport, lifestyle or consumer brands.
- A genuine understanding of running and running culture.
Above all, we're looking for someone who can sell, build relationships, understand the numbers and turn opportunities into sustainable revenue.